The Human Edge: Why AI's Trust Problem Is Your Biggest Opportunity

Over the past three weeks, we’ve talked about designing lead systems and engineering your brain for flow.

This week, I want to flip the script a bit.

Because last week, I stepped out from behind the screen and flew across the country (something I do quarterly to honor the infradian rhythm) to meet a few of the people I’ve followed and admired online — including Justin and Jennifer Welsh.

No Zoom. No DMs. Just real, unfiltered conversations with other entrepreneurs.

And it left me with something rare these days:

✅ New friendships
✅ A fresh perspective on what really matters in business
✅ And a powerful reminder...

In an AI-saturated world, real trust is getting harder to come by.

Real success isn’t just digital. It’s human.

Here's what I have for you in this issue:

🛠️ The Human Edge

Why AI's trust problem is your biggest opportunity

🛠️ This Week’s AI Prompt: The "Design My Trust-Building Event" Prompt

When your most powerful sales tool is a table, not a funnel.

The Propinquity Effect: Why Proximity Builds Trust

There’s a psychological principle known as the Propinquity Effect — it says we’re more likely to trust, like, and connect with the people we interact with in physical space.

 And here’s why this matters more than ever:

 We’re living through a trust recession.

In a world flooded with AI-generated content, deepfakes, and automated everything, people are more skeptical than ever.

Thankfully though, there's an antidote. It's called...

 Presence.

 Live, in-person proximity isn’t just nostalgic, it’s neurologically powerful.

 That’s why:

• A 60-minute conversation over coffee can outperform a month of email follow-ups.

• A simple workshop or roundtable can unlock referrals, partnerships, and deals faster than a polished funnel.

And most consultants are missing it.

The Market Is Flooded With AI — But Trust Is Drying Up

AI adoption is exploding across professional services.

A recent BCG study shows 89% of consulting firms are actively embedding AI into client work.

At the same time, Edelman’s Trust Barometer reports a steep decline in trust toward automated advice—especially in B2B service industries.

So what does that mean?

The human edge is your strategic advantage.

Even major firms like McKinsey are focusing on blending digital capabilities with sustainable, inclusive, trust-rich experiences.

You can do the same—without a big team or big budget.

Unfortunately…

Most solo consultants and creators don’t.

They stay digital by default.

They rely on content to carry connection.

They double down on automation, but wonder why their conversion rates keep dropping. 

The #1 Reason: They’ve Forgotten the Power of Presence

While AI excels at scaling communication, it can also strip out the humanity.

This makes interactions feel efficient, sure… but empty.

Here are four more reasons people struggle to implement in-person connection:

1. They assume it’s outdated
In truth, in-person feels revolutionary in a world dominated by digital sameness.

2. They imagine big, complex events
You don’t need a hotel ballroom. You need a table, a topic, and a few good people.

3. They believe it won’t scale
But trust doesn’t need scale. It needs depth.

4. They underestimate how hungry people are for real connection
And that’s the window of opportunity for those who step forward.

Here’s how, step by step:

✦ Step 1: Host a low-lift event that invites real conversation.

This works because of the Propinquity Effect: being near people creates faster, stronger trust.

Start small:

• A 90-minute “Growth Roundtable” with 6–8 local business owners

• A coworking + lunch day with fellow entrepreneurs

• A pop-up event at a local café or coworking space

💡 My trip to San Francisco unlocked new friendships and real-time clarity that no digital format could have matched. It changed how I see this business—and the role I want to play in it.

✦ Step 2: Make your invitation friction-free.

Many consultants goof this up by overcomplicating it.

Skip the jargon. Ditch the pitch.

Try this:

“I’m hosting a 90-minute strategy roundtable for 6 business owners who want to grow without grinding. No pitch, no fluff—just real strategies, conversation, and clarity.”

✅ Simple title
✅ Specific outcome
✅ Clear time block
✅ Personal tone

The easier it is to say yes, the better your attendance—and your outcomes.

✦ Step 3: Follow up like a human, not a funnel.

Here’s the payoff.

Once someone has shared space with you, they’re more open, more trusting, and more ready for help.

Don’t drop them into cold automations.

Instead:

• 📬 Send a voice note

• 📝 Reference your conversation

• 🔗 Offer something specific to them

You’re no longer a stranger. You’re someone they know.

This is exactly how leading firms are operating:
→ AI for ops and content.
→ Humans for connection and insight.

🤖 Balancing Tech and Touch

This isn’t about ditching AI. No need to throw the baby out with the bathwater.

Instead implement a hybrid model:

✔ Use AI to prep materials, automate follow-ups, and streamline logistics
✔ Use you to listen, advise, and build real-world trust

When you balance the backend with AI and the frontend with authenticity, you build a practice that scales and sticks.

📌 This Week’s Action

Look at your calendar for the next 30 days and ask:

“Where can I show up in person instead of online?”

Start with one small move:

• Book a coffee with a LinkedIn connection you’ve never met

• Host a 90-minute roundtable with 4–6 local business owners

• Attend an existing in-person event where your ICA gathers

Then block 20 minutes after that interaction for personal follow-up.

📬 Send a voice note.
📝 Share a custom insight.
🔗 Invite them into a deeper conversation.

You’ll be amazed what opens up when you stop automating trust—and start showing up for it.

💡 The Big Takeaway

In a world saturated with AI, what’s rare becomes valuable.

And nothing is more rare—or more powerful—than a real, trusted advisor showing up in person.

If you’ve been hiding behind automations…

It might be time to get on a plane.

Or book a table.
Or simply shake a hand.

That’s how trust is built now.

And next week, I’ll show you how to turn that trust into long-term growth—without losing your edge.

Talk next week,

Dale

Want to dive deeper? Check out these related articles:

🔎 The 10X Brainpower Lever: How Top Consultants Multiply Output Without Working More
🔎 The 5 Quiz Types Every Consultant Should Know

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P.S.: When you're ready, here are more ways I can help you...